• 0121 674 4200

Why Salespeople get such a Bad Reputation

“You are in Sales?” she said will a look of contempt bordering on disgust on her face. I was introducing myself to someone at a social event and I realised that I was talking to an unbeliever.

I had checked my breath and was sure that there was no spinach in my teeth so it must have been my profession that she objected to. You see, we sales professionals often have to deal with a reputation which, in my opinion is unfair. I try to change it with every unbeliever I meet but it’s not easy.

Many people think selling is an unscrupulous job (not profession) where it’s purveyors push products to consumers who really don’t want them. The most common cause of this poor reputation is the dreaded Cold Caller. Cold calling fails in 99.9% of the time because there is rarely a need for the product or service and even if there is a need there is no Trust between seller and buyer. Cold callers know the chances of success are low. Their answer is to make lots and lots of calls annoying the vast majority of recipients along the way.

The most inspirational speaker on Sales I have ever seen was Jack Daly. See http://www.jackdaly.net for more information. He summed up the successful Sales transaction which anybody selling (or buying) would do well to remember. Jack says “Successful selling is about the transfer of Trust”. It is a fundamental lesson that Cold callers ignore and which annoys those of us who prefer a different path to Sales success; the path based on developing relationships.

Relationships take time to develop. That is obvious but it is something that many salespeople choose to ignore. “I am under pressure to achieve my targets this quarter so I need the orders now”. Cold callers talk about “Kissing a lot of frogs” which they hope will turn into princesses or princes. That only happens in fairy tales.

What sort of organisation is yours? Do your sales managers pressurise your sales teams for short term goals or long term relationships? Is your business looking short term or wanting to remain the partner of choice for your clients for years to come?

A sales tortoise is likely to pay dividends over the long term rather than the short term hare.

This article was originally posted on LinkedIn on January 29th 2015

  • Great opportunities

    Helping you grow

    For over 12 years, JMR Sales & Consultancy has been offering help to businesses which are struggling to grow in line with expectations. We offer a discreet resource to support business owners in reaching their aspirations by understanding your markets, your products, your people and your culture. JMR Sales has a long list of satisfied customers across industries as diverse as High Street Retailing, Automotive, Catering, Recruitment and Hotels.

    Read more

  • Decades of experience

    JMR Sales & Consultancy use their expertise in Sales Consultancy and Strategic Development to support Managing Directors, Sales Directors and Business Managers or Owners to solve a wide range of challenges their company can face.

    Offering short to mid term contracts, JMR Sales & Consultancy can offer a fresh pair of eyes to a failing sales plan; coach an under-achieving sales team and offer support as a Business Coach.

  • Speaking Profile

    Since leaving Carlsberg over 12 years ago, I have set up my own company, JMR Sales & Consultancy Ltd., to help a variety of companies with short to mid term contracts helping to solve a wide range of their business challenges.

    My primary skill is in Sales Consultancy and Strategic Development but I have also had the opportunity to work in full time ‘hands on’ roles as a Purchasing Director, Marketing Manager, Commercial Director, National Account Manager and Customer Sales Director.

    Speaking topics include The ABC of Sales – Leveraging your Brand Equity to increase revenue and profits; Strategic Partnerships – How to develop, formalise and generate substantial benefit from them; Customer Service – How it can be a Sustainable point of Difference for SME Growth; and Character and Style.

  • Read about us

    Client Testimonials

    • “Jonathan is a real pleasure to work with, and has really helped to develop the sales skills of all different colleagues, from direct sales staff to people in a supportive role too. Results and improvements were clear to see!”

      Laura Savage, Head of Skills at (PeoplePlus Academies) at PeoplePlus part of Staffline Group also Nuffield Scholar 2014

    • “Jonathan is an outstanding professional with the ability to combine insight, professionalism and demonstrate added value to all business projects undertaken.”

      Heather Bowler, Senior Vice President Communications at Women’s Tennis Association (WTA)

    • “During my time working with Jonathan he showed himself to be a thoroughly professional, well motivated individual who always worked towards the best interests of the business.”

      Alex Smith, AMCA, Finance Director at Worldwide Magazine Distribution

Get in touch

0121 674 4200

07785 928518